Michael Marziani

Editor
DISC Type : SC

Managing Director & Head of Technology Venture Finance at MidCap Financial

Greater Chicago Area, United States

Overview

Michael has no verified overview

Personality Overview

Slow Buyer

Skeptic

Objective Thinker

They are quite aware of their needs and limitations, so they are unlikely to over-promise.  They are heavily focused on quality and prefer doing things the right way, even if it takes time. They are always well-planned and adopt a systematic approach.

Topics They Care About

Michael has no verified topics they care about

Media Appearances

Michael has no verified media appearances

Work History

1-2018
Managing Director & Head of Technology Venture Finance at MidCap Financial
3-2012 - 12-2017
Managing Director & Co-Head Venture Finance at Ares Management
12-2006 - 3-2012
Managing Director at BlueCrest Capital Finance
7-2005 - 12-2006
Managing Director at Ritchie Capital Technology & Life Science
10-2000 - 6-2005
Senior Vice President at GE Capital - Technology Finance

Education

1998 - 2000
MBA from Northwestern University - Kellogg School of Management
B.S. from Fairfield University

More Information

Social Presence :

Prographics :

Exp : 25 Location : Greater Chicago Area, United States Job Level : Mid-senior Designation : Managing Director & Head of Technology Venture Finance at MidCap Financial
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Insights For Selling To Michael

During A Call Or A Meeting

DO's

  • If they are not asking many questions, nudge them to ask questions rather than just starting to talk yourself
  • Share whitepapers or case studies that showcase measurable results instead of just telling customer stories
  • Actively address their concerns around change, risk, and acceptance by users

DONT's

  • Give it some time before you try to build rapport and a relationship, it doesn't come to them naturally
  • Don’t overhype the product/pitch, keep it measured
  • Do not sound overly eager, modulate your energy levels especially if you are generally enthusiastic

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Michael is

  • For them, low risk and acceptance by others are very important, followed by proof of ROI.
  • Will you ever get a clear answer from Michael

  • They are unlikely to say no, it's better to stop yourself once you have exhausted all the options.

Insights For Deal Planning

    How fast (or slow) will Michael move?

  • They do not like to take decisions in a hurry, so they could be slow in making their mind up.
  • Can Michael take some risk or not?

  • They are low on risk-appetite and prefer to make informed decisions.

You And Michael

Personality Compatibility


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